This month we are recognizing Don Conrad, an important spoke on our Strongback Mobility sales team. Don has 32 years of experience in the DME (durable medical equipment) market space. He has personal experience working for a small dealer and brings his wealth of knowledge to our sales team. He is a delight to work with and operates with integrity and a warm smile!
Tell us a little about yourself. Where are you from and what regions do you support?
I am originally from Seattle and live about 40 miles north of the city. My territory includes WA, OR, ID, MT & AK. I have worked in the DME industry since 1991 after serving my country in the Navy. I started in the DME industry by delivering and cleaning everything under the sun for a DME store located on the Seattle Eastside. This included learning how to modify and get approvals for wheelchairs from WA State Medicaid.
What fuels your passion for selling Strongback Mobility?
I know from my early experiences in DME and modifying wheelchairs, that an unhealthy seating situation puts an unnecessary burden on the person in the chair. A STRONGBACK wheelchair provides immediate relief to this problem with no customization necessary. It is also the only out-of-the-box manual wheelchair solution with built-in posture support.
Do you have any advice for retail stores or other representatives?
Be sure whoever you are talking to about the wheelchair can sit down in one. It will be the most comfortable chair, ergonomically speaking, that they have ever sat in.
Deciding on a wheelchair type is not as easy as it sounds. What features of a Strongback Mobility wheelchair help make that decision to a potential retailer or a user a confident decision?
For a retailer, bringing in a sample wheelchair to display on their showroom floor can be very convincing. It often doesn’t last a week before being sold. Dealers who familiarize themselves with the chair know how incredibly comfortable a STRONGBACK is and can say with confidence that a customer will as well. It's that good.
I have confidence in STRONGBACK from personal experiences from having helped my friends and family acquire a STRONGBACK wheelchair. They tell me how much their loved one enjoyed their wheelchair, and it was a definite improvement in the quality of their lives. Something I don't hear from other DME brands. People are not limiting their use to just going to the car or the doctor's office. They are often spending the majority of their waking hours in it. Also, these wheelchairs are incredibly lightweight for caretakers to carry and travel with.
What's your favorite thing to do when you are not working?
I am a musician and play bass in a band with some friends. Mostly Rock, Blues, or Jazz. I’ve played since I was young and some of the music we like to play can be challenging, but I’m a firm believer that you have got to have something to challenge yourself mentally if you want to grow old with your marbles intact. I also live on a lake and enjoy getting out for a paddle now and then to remind my shoulders they are needed.
In the WA, OR, ID, MT, and AK area, and looking to add Strongback Mobility's line of wheelchairs and transport chairs to your product line? Here's how you can reach Don:
Don Conrad
don@conradmedical.com
C. 206-940-3500
Strong spokes are the foundation of any wheel.
Here at Strongback Mobility, we want to recognize those who are important spokes on our team. We would like to introduce you to Rod Phelps. Rod has 25 years of experience in the DME market space. His first-hand knowledge in the industry is a welcomed resource for the STRONGBACK dealer locations he supports.
Tell us a little about yourself and what areas do you support.
North Carolina is home for me and also the region that I cover. It's a great place to live and also work.
Do you have any advice for retail stores or other representatives?
"Sitting is Believing" is the STRONGBACK motto for a reason. Having a wheelchair or transport chair in stock so that your customers can try one out and compare it with other brands - it sells itself. The back support is amazing.
Deciding on a wheelchair type is not as easy as it sounds. What features of a Strongback Mobility chair help make that decision to a potential retailer or a user a confident decision?
There are many reasons I like selling the STRONGBACK wheelchairs. Being lightweight is one of the main selling points. The ability to transport and fold the chair makes it very easy for the caregiver. The quick-release wheels are simple to use. Ergonomically, it can't be beaten. This feature makes it that much more comfortable.
What's your favorite thing to do when you are not working?
When I am not working, I like to exercise and play sports. You will also find me listening to classic rock and roll. I love it!
In the North Carolina area and looking to add Strongback Mobility's line of wheelchairs and transport chairs to your product line? Here's how you can reach Rod.
Rod Phelps
rodgrns@aol.com
Strong spokes are the foundation of any wheel.
Here at Strongback Mobility, we want to recognize those who are important spokes on our team. We would like to introduce you to Kenny Bolton, our newest Strongback Mobility representative in Texas. Kenny signed on with us at the end of March 2021. Since then, he has opened 15 new stores that are carrying our STRONGBACK wheelchairs and he continues to add to that number every month.
Tell us a little about yourself. Where are you from and what areas do you support?
I was born and raised in Paris Texas. I still live in Paris with my wife Jeri. We have 4 children and 2 grandchildren. I am the STRONGBACK Rep for Texas.
What fuels your passion for selling Strongback Mobility?
My passion for STRONGBACK is very strong in the fact that there is nothing on the market that compares. It's a custom chair without the custom price. In fact, I recently purchased the STRONGBACK camping chairs and enjoy them often.
Have you noticed anything different in the health care product industry post-Covid?
I feel that the dealers are more ready to do business and see sales reps with fresh ideas to help their business model. Most dealers are seeing an increase in buying but unfortunately getting product is more difficult now than ever before.
Do you have any advice for retail stores or other representatives?
My main focus is that I am very passionate about the products I sell and trying to show the benefit of Strongback Mobility. Sitting is believing.
What's your favorite thing to do when you are not working.
Spending time with my family at the lake and traveling.
In the Texas area and looking to add Strongback Mobility's line of wheelchairs and transport chairs to your product line? Here's how you can reach Kenny.
Kenny Bolton
903-739-0371 Cell
Boltonkj5@gmail.com
Strong spokes are the foundation of any wheel.
Here at Strongback Mobility, we want to recognize those who are important spokes on our team. We would like to introduce you to Joni Moore. Joni’s passion and outlook on life make her an outstanding member of our Strongback Mobility sales representative team. Joni supports retail locations in Southern California.
Tell us a little about yourself. Where are you from and what areas do you support?
My name is Joni Moore. I live 30 miles east of Los Angeles and have been in the homecare industry longer than I care to admit. I have been a manufacturer’s representative for 29 years. The territory I cover for Strongback Mobility is Southern California.
What fuels your passion for selling Strongback Mobility?
I am enthusiastic about the STRONGBACK wheelchair because it is a piece of art. It is a beautiful chair that allows the homecare dealer to make a decent profit in a struggling industry while offering the end-user a quality chair for a fair price. The homecare supplier does not have to worry about losing the sale to an online retailer because of price discounts. STRONGBACK does not allow selling below MAP pricing.
Do you have any advice for retail stores or other representatives?
The best advice I can suggest is to walk into the prospective dealer with a wheelchair. Hold off on discussing the price until you have shared the details. The first thing I do is ask them to sit in the chair and say, “How would you like to supply an amazingly comfortable chair to your customer and not worry about being undercut by an online retailer.” Next, I showcase the chair and discuss how lightweight the chair is, the ease of popping the wheels off, and how quick folding down the wheelchair is for transport and storage. The second most important suggestion I have is following up after the sale. Between 30 to 60 days, I revisit the dealer to see how things are going and to discuss any pain points. If the wheelchair has not sold, I offer to observe, if the opportunity arises, how the staff reacts when someone comes inquiring to buy a wheelchair. The staff usually heads to the economy chair first. I recommend the staff start with the STRONGBACK wheelchair first and work down to the economy chairs. Always have the customer sit in the STRONGBACK wheelchair. It’s like the company motto says - Sitting is Believing!
The key is to get the STRONGBACK into as many stores as possible. Several new homecare stores open accounts because their competition is selling the STRONGBACK wheelchairs, or their customer came in asking for STRONGBACK. A wheelchair this great finds opportunities.
Deciding on a wheelchair type is not as easy as it sounds. What features of a Strongback Mobility chair help make that a confident decision?
The most important question is to ask is, “Who is the wheelchair for, and who is the caregiver?” I listen for clues that indicate problems and concerns. The STRONGBACK wheelchair is a problem solver. STRONGBACK resolves the problem of back pain from sitting in a wheelchair for any length of time. For the caregiver, the lightweight aspect of the wheelchair provides ease of transporting the chair. For the homecare company, they have an opportunity to sell an outstanding wheelchair and make a good profit along with creating happy, returning customers.
What's your favorite thing to do when you are not working.
I love to craft anything, the outdoors, and hanging out with friends and family.
To connect with Joni, please email her at jmoore8296@aol.com.
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Strong spokes are the foundation of any wheel.
Here at Strongback Mobility, we want to recognize those who are important spokes on our team. We would like to introduce you to Barry Petrigala. Barry's long history in the durable medical equipment market makes him an outstanding member of our Strongback Mobility sales representative team. Barry supports retail locations in the midwestern states of Illinois, Wisconsin, Michigan, Minnesota, and Indiana.
Tell us a little about yourself. Where are you from and what regions do you support?
I have been in the healthcare industry my whole adult life. I started in the acute care market and spent my first six years working as a product manager and as the director of marketing. I've also worked in the rehab and DME markets. I live in metropolitan Chicago and cover the midwestern states of Illinois, Wisconsin, Michigan, Minnesota, and Indiana.
What fuels your passion for selling Strongback Mobility?
As a former product manager, I feel that Strongback Mobility has done an excellent job of addressing the needs of the patient and the caregiver. It's enjoyable working with a product with unique back supporting properties and is not just another basic, boring wheelchair.
Do you have any advice for retail stores or other representatives?
Our healthcare market is moving away from coded products that are covered by reimbursement due to a cutting in funding by the federal government. Strongback Mobility fits into the growing number of durable medical equipment (DME) options that are not reimbursable by CMS. They offer the representative and dealer the ability to sell DME items beneficial to them both.
Deciding on a wheelchair type is not as easy as it sounds. What features of a Strongback Mobility chair help make that decision to a potential retailer or a user a confident decision?
The "additional dump" that is built into our chair and the angled back addresses the needs of the back patient. I have two herniated discs and can attest to the comfort of sitting in a STRONGBACK wheelchair. Our ergonomic wheelchair weighs only 25.8 pounds with quick-release wheels, anti-tippers, and front rigging complete. STRONGBACK is God's gift to the caregiver who quite often, is almost as infirm as the patient. The caregiver is responsible for putting equipment in and out of vehicles which can be very difficult. Strongback Mobility has manufactured a product that addresses the needs of both the patient and caregiver.
What's your favorite thing to do when you are not working.
I have two sons who are 20 and 22 and I enjoy activities with them when I am free. I have access to Chicago Bears and Chicago Cubs tickets and enjoy going to an occasional game.
To connect with Barry, please email: bpetrigala@gmail.com
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Here at Strongback Mobility, we want to recognize those who are important spokes on our team. We would like to introduce you to Renee Hastings. Renee has a strong background in both retail and manufacturer HME market spaces. She supports retail partners in Northern California. Ownership, Appreciation, Pride in Our Work, Do the Right Thing - are all STRONGBACK Core Values that Renee exudes. Renee is a valued team member and we are happy to have her representing STRONGBACK.
Tell us a little about yourself. Where are you from and what regions do you support?
My name is Renee Hastings and I live in Modesto, CA which is right in the center of the Northern California territory I manage. I have been a manufacturing representative for almost 18 years and before that, I worked in HME retail for 10 years. It is that retail experience that has helped me to understand the challenges and successes from the dealer, the manufacturer as well as the consumer's point of view.
What fuels your passion for selling Strongback Mobility?
I love selling STRONGBACK because I truly believe in the wheelchairs and the mission of the company. I love creating believers and providing the consumer with a wheelchair that truly improves their lifestyle.
Do you have any advice for retail stores or other representatives?
Make sure that every part of your business tells the story that you love what you do. You will be amazed at how contagious your passion can be. One of my mentors once said to look at your store, staff, and website as if Oprah was coming in. Is your store Oprah ready? Will you make Oprah’s favorite list? Your customers are just like Oprah and they are going to be your best marketing tool if they have a great shopping experience.
Having each STRONGBACK model in your showroom with multiple seat size options - 16", 18", and 20" - really is key in providing that personalized experience many consumers are still looking for. Because STRONGBACK is a higher price point option in the wheelchair market space, consumers expect a more tailored purchasing experience. Know your product and put the right product in your customer's hands. Most importantly listen to the customer, they will tell you what they want even if they don’t even know what they want. Trust me, these wheelchairs sell themselves once they are experienced!
Deciding on a wheelchair type is not as easy as it sounds. What features of a Strongback Mobility chair help make that decision to a potential retailer or a user a confident decision?
With the STRONGBACK line, Sitting is Believing. STRONGBACK's proprietary ergonomic design promotes improved posture, relieves pressure points, and has an ultra-lightweight stylish design. Have your customer sit in a STRONGBACK while you explain the features and warranty details. Owning a STRONGBACK is an investment and you are worth it!
What's your favorite thing to do when you are not working.
I enjoy being outdoors when I am not working. I enjoy hiking, standup paddle boarding, and anything on the water. I love to travel and spending time with my family and friends.
To connect with Renee, please email her at Key4hme@gmail.com or call 209-613-5500 today!
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